To begin, it’s important to define who is your average sports-memorabilia collector. I’m not talking about the people who bid hundreds of thousands of dollars on rare pieces. Of course, those really high-end collectors will continue to acquire expensive rare pieces despite how bad the economy gets.

I’m referring to the collector who visits his local sports-collectibles shop or who browses online auction sites regularly to find new pieces to round out his collection. Has this economy squeezed them out of the market?

Sports-collectibles spending taking a hit

Judging from the reports from various sports-collectibles shows and dealers around the country, for now, the outlook is bleak. The number of dealers attending collectibles conventions has declined significantly over the past year. The bottom line is many people are cutting back their spending, and sports collectibles isn’t a necessary expenditure for them.

Worthologist Howard Lau (owner of Houston Sports Connection) confirms this point saying, “Right now, people are viewing sports collectibles as something that’s not a necessity but rather a luxury.”

Rarity items are still stong

While the rarity pieces that attract wealthy buyers seem to always have their market, how are the more expensive mainstream pieces (signed jerseys, helmets, etc) holding up? It seems this is the segment of collectibles currently taking the biggest hit. Your average sports-memorabilia collector just can’t afford to drop $1,000 on a signed jersey from his favorite player. Instead, he’s opting for lower-priced pieces that fit his budget.

But making a living by selling low-priced items can be difficult for card-shop owners. That’s why many dealers are pinning their hopes on a holiday-spending surge to boost their bottom line before the end of the year. It’s too early to say how much money will be spent on sports collectibles this holiday season, but it’s clear that for some dealers, their fate lies in the success of holiday sales.

Lau is optimistic there will be a holiday push, saying he believes “people will buy last-minute sports-collectibles gifts for Christmas.”

How can dealers get through the crisis?

So, what can dealers do to weather this economic storm? I believe focusing on a specific niche could prove valuable for sports-collectibles shop owners. For instance, pieces that have held their values for a long time will always be desirable. Vintage autographs, rare cards and big-name pieces (Michael Jordan, Mickey Mantle, Ruth, etc.) are proven investments that are safe to buy because they’ll always be valuable.

The demand for these pieces will always be there. And in difficult economic times, collectors are likelier to buy proven collectibles than take a chance on new, unproven pieces that could plummet in value.

No one can predict where the world of sports collectibles will be in a year from now, but I think there is hope for the market. As long as dealers are willing to make adjustments to help the average collector, the hobby will weather this storm.

Eric Brantner is a baseball fan and freelance writer living in Houston.

WorthPoint—Get the Most from Your Antiques & Collectibles

During a recent appraisal, a client asked me to value her objects based on what I thought she would realize if she sold them. After providing a value for a stamped brass sheet-covered wood box, she exclaimed, “That is less than I paid for it.” If I heard this once, I have heard it a thousand times. What a person pays for an object is not a factor, except to that person, when selling it. The only value that matters is the price at which the object sells at a given moment in time.

Within the past few days, I received several phone calls from individuals asking my advice and/or help in respect to selling collections. You could hear the panic in their voices. I got a message from a Florida caller who wanted to sell a collection of near-mint Barbie dolls she had assembled over the past 20 years. She would be delighted to sell them for what she paid for them, she told me. Delighted is an understatement. If she accomplished this, she should be ecstatic. I did not return her call. I knew she would not like or believe what I told her. Any amount over 30 cents on the dollar made her a winner.

The price should be right

I tell individuals wishing to sell antiques or collectibles not to sell at a price that makes them unhappy. A good sale is a win-win, when the buyer is happy with the amount he pays and the seller is thrilled with the amount he receives. Selling below expectations leaves a bitterness in the mouth, heart and brain that never goes away.

As a result of the current economic crisis, more and more collectors, dealers and others are facing tough economic times, thus creating the possibility that large quantities of antiques and collectibles will flood into an already overcrowded marketplace. If this happens, price stability, a hallmark of the market over the past year, is going to be threatened. Now is not the time to sell, especially low- and middle-market goods.

What happens if you have to sell, and you feel you have no alternative? The answer is sell. You take what the market offers, accepting the “any money you get is more than you had before” logic.

Investigating selling options

The key is to maximize your selling opportunity. Explore your options—setting up at a flea market, conducting an estate or garage sale, renting space in an antiques mall, establishing an Internet storefront or auction account, selling at auction, etc. There are dozens of opportunities, not just one.

How do you select the best one? Study them all, and make a selection. The best one is the one that works best for you. If you are not certain, seek professional advice or buy a copy of my Sell, Keep, or Toss?: How to Downsize a Home, Settle an Estate or Appraise Personal Property” (House of Collectibles, an imprint of the Random House Information Group, 2007).

Antiques and collectibles do not have instant liquidity. The selling process is measured in weeks and months rather than hours and days. If you need cash immediately, you are not going to obtain it by selling your antiques and collectibles unless you are willing to sell them at fire-sale prices. If for no other reason, this should encourage you to pause, take a deep breath and consider other options.

I am in my mid-60s, closer to 70 than I once was to 60. My generation never experienced the difficulties of the Depression or the horrors of the Second World War. In fact, we were the beneficiaries of the post-World War II economic boom and responsible for creating a sense of entitlement rather than reward for hard work in our children. While we experienced some hard times, i.e., several mild recessions, all in all, we have had a grand ride.

(AUTHOR’S NOTE: Before I am accused of being insensitive to the plight of the less fortunate, I admit that the rosy picture just painted did not apply to everyone. However, it did to the vast majority of Americans and even more so to those who were involved in one way or another with the antiques and collectibles trade over the past half-century.)

Stay calm

This is a time for patience, not panic. The economic system may be broke, but it will be fixed. It is hoped that the fix will be of sufficient quality to prevent a similar situation from reoccurring in the future.

Let’s examine where the antiques and collectibles marketplace was a few weeks ago. Prices declined rather than rose in 95% of the collecting categories, in some cases by as much as 50%, over the past 10 years. The great news is that the decline reached bottom in almost every collecting category. Prices were stabilized or beginning to stabilize in almost every collecting category. Objects were selling within narrow price ranges, ranges that were easily identified and consistent. A high level of confidence, higher than it had been in years, returned. Slowly but surely, trust was returning to the antiques and collectibles marketplace.

There is no reason for this trust to disappear. Change in our field takes months, often years; enough time to solve any economic crisis. Since discretionary income is a principal driving force in our market, a brief slowdown should be expected. Discretionary income has not disappeared. If you need proof, visit any Toys “R” Us store, and watch the customers pay for full shopping cart after full shopping cart of toys.

“Bargain” is today’s magic word. Shoppers are looking for bargains. In this case, a bargain is defined as something that is priced lower than they expected. It is as much mental and psychological as it is economic.

Bargain shop now

It is bargain time in the antiques and collectibles field. In early October, I did a guest appearance at Valley Rail Promotions antiques show at Merchant Square Mall in Allentown, Pa. Having not worked with show promoters Kevin and Charlotte before, I did not know what to expect. What I found was a pleasant and delightful surprise. Although a small show, less than 50 dealers, it was extremely well balanced. General dealers were augmented by specialty dealers in Asian art and paper. What pleased me most was that the objects were priced to sell. Even I found the prices attractive, and I am cheap. A dealer in early American textiles was the exception, but there is always at least one.

Hard though it is to believe, the current economic crisis may prove to be a blessing in disguise for the antiques and collectibles business. Two years ago, I began touting the age-old contention that our goods are “cheaper than new.” It is truer now than ever before. If you are planning to furnish a home or upgrade your existing household possessions, shop the antiques and collectibles marketplace. In addition to bargains, we offer individuality, a guarantee that your home will not resemble that of your neighbor.

This is a great time to buy if you have spare cash. I recently interviewed Jerry Cohen, a specialist in Arts and Crafts furniture for Rago Arts and Auction Center in Lambertville, N.J., on ”WHATCHA GOT?,” my nationally syndicated antiques and collectibles call-in radio show. I asked Jerry about Arts and Crafts furniture selling in the $750 to $3,000 range. His response was simple. “Great buys. The same pieces were bringing twice this and more five to 10 years ago.” We agreed prices had stabilized, and price growth was on the immediate horizon.

Buy wisely

This column has come full circle. Instead of supporting a “now is the time to sell” philosophy, a “now is the time to buy” approach is warranted. I am not suggesting buying simply for the sake of buying. This is not the time to spend money foolishly. However, if you have been thinking of starting a collection, prices are more favorable today than in the past. If you have been following an object for several months, think about making an offer. There is less competition than in the past.

I just checked the Dow Jones Industrial Average. It is another roller-coaster day. The ride will most likely be a bumpy one for several weeks, if not months. The one inevitable fact is that it will eventually recover. It is hopeful that the ride back up will be as spirited as the one down.

You can listen and participate in “WHATCHA GOT?,” Harry’s antiques-and-collectibles radio call-in show on Sunday mornings between 8 a.m. and 10 a.m. Eastern Time. If you cannot find it on a station in your area, WHATCHA GOT?” streams live and is archived on the Internet.

“SELL, KEEP OR TOSS? HOW TO DOWNSIZE A HOME, SETTLE AN ESTATE, AND APPRAISE PERSONAL PROPERTY” (House of Collectibles, an imprint of the Random House Information Group), Harry’s latest book, is available at your favorite bookstore and via Harry’s Web Site.

People all over the internet are finding that it’s ultimately more profitable and much less work in the long run if they learn to market their products and services on their own websites. By building a trusted community of customers aka “friend marketing” it’s possible to avoid the tiresome wheel spinning activities and learning curves of the corporate online selling sites. Once you’ve built a good foundation, you’ll never have to worry about anyone upping fees or taking privileges away.

The first post here in this community will therefore contain the appropriate content “Steps to Selling on Your Own”.

I never consider ANYTHING to be the last word on a subject, and I welcome community members to weigh in with tips and suggestions to this and any post. Please note that as I myself think of more steps to apply here, I will edit the post and add them.

Here in no particular order are Steps to Selling on Your Own.

-If your on eBay already, take the best of what you’ve learned from the site and apply it in anyway you can to your own marketing system. Why try to reinvent the wheel?
- Again, if your already on eBay and you have a good feedback rating, get a screen capture of that rating so you’ll always have it to use as a reference no matter what happens. If you keep it active, a link to it can help lend credence to anything else you do.
- You MUST get your own website or a blog to market your own products.
- Keep and maintain a house list.
- Listen to podcasts and read blogs that keep current with subjects your interested in. It’s a free education.
- If you don’t already, look into getting an online shopping cart or storefront.
- Grow your community by commenting on blogs and podcasts. There is nothing that will get you quicker recognition than adding value to the conversation of a blog or podcast, it’s the lifeblood of those mediums.
- Focus on ONE THING ONLY, customer service. The reason your probably reading this is because your fed up with customer service at some corporate site with lousy customer support. In the online world, very happy customers become evangelists for your business.
- Get a Mentor or a few. A Mentor need not even know your their apprentice, but follow someone who is going along the path you want to go and learn from their shortcuts and mistakes. Just remember that it’s important to do it in your own style and flavor if you want to stand out.
- Be different, you must have a USP (Unique Selling Proposition)find something in your product or service that you do better than anyone else and make that the focus of your pitch.
- Find what your passionate about and work in that field, it’s what you’ll be the most successful at and you’ll enjoy doing it. There will still be hard times and obstacles along the way, but they’ll be much easier to overcome if you use this approach.
- Help others to be successful, this is and has always been the key to becoming very wealthy, and it gives you a nice warm fuzzy.
- Have fun, don’t take anything too seriously and come back here often!

Thanks for reading.
AW

You can also find me at www.auctionwally.com

Even in uncertain economic times like these, good customers are looking to increase their collections. Having a buyer in mind before we buy an item greatly reduces the time it will take to sell it. When our time in the Antique & Collectible Business is spent servicing past customers, we won’t have to give away our found treasures at low prices. If we can find the right items for our existing customers, we’ll be able to turn our money quickly and keep it circulating. This should be one of our main goals.

At least 75% of the sales in the higher end Antiques and Fine Arts are made between private individuals.

Since I introduced Lotton Glass as the “next” Tiffany, many people have asked me to call them if I ran across a nice piece of this wonderful glass. Well, this happened two days ago. One of our 31 Club members let me know he wished to sell a very special John Lotton 15” vase. I knew of a customer who just might be interested for the right price. Bingo. Another sale made and everyone is happy.

As the 31 Club grows larger, private sales between members will increase. In private sales, the seller will receive more money for items, and the buyers will pay less. That works for me. How about you? I think we’ll have a large number of very satisfied customers.

The average sales price for items sold in the 31 Gallery & Marketplace is beginning to increase. We are seeing more sales averaging $3,000 – $4,000 thousand and fewer items selling in the lower prices. You’ll make more money dealing in higher end items, and if you read my previous blog, you’ll understand just why the higher end, more rare items are where we want to be, especially in uncertain economic times.

Members of the 31 Club Are on the Hunt for Great Items.

Right now, I can mention several items that there have buyers just waiting for members to find the right piece for them. These include paintings by Carl Brenner, Patty Thum, Paul Sawyier, Pauline Palmer and Harvey Joiner. (By the way, we are working on acquiring one of Joiner’s paintings that’s presently in Canada.) Customers of ours are looking for more great glass by Charles Lotton and John Lotton. A customer is looking for three Springfield Rifles to present to each one of his sons. George Ohr Pottery and Rookwood Pottery have buyers at 31 Club waiting for the right piece.

Utilizing the 31 Club Wish List in combination with our Associates Program will catapult your profit making ability. Let’s see how this works: The Wish List gives you the opportunity to advertise the items you want to buy at no charge. Free Advertising. Say you’re wanting to buy Rookwood Pottery, but you’re only able to purchase $300-$400 items. Along comes someone who sees your list and that you buy Rookwood, but they have a rare piece and want to sell it $2,000. You know you can sell it for double that or more, but you don’t have the $2,000 to buy it. Are you going to throw away a perfectly good buy? No.

That’s when you use the club’s Associates Program. We buy it, we sell it, and you get 35% of the net sale. Let’s plug some figures into that. Say we netted $4,500 when we sold that Rookwood vase you called us about. You’ll have made $1,575. And you never invested a dime or did anything to sell it.   What if you found an item we could buy at $20,000 and we netted $45,000 on its sale. You’d make $15,750.  Think hard about the possibilities. I’ll be glad to hear from you when this hits you over the head. When it does, feel free to share your excitement with me at info [at] 31corp [dot] com

Or, simply contact me through the contact button on this site for any questions you might have. Now, go take on this fine day.

www.31corp.com

 *******

Treasure Hunters: You Find It. We Buy & Sell It. You Net 35%. Partner Up with 31 Club on High Quality Treasures You Find. We Do the Rest!!

Sellers: Sell Your High Quality Items for LOW FEES at 31 Gallery & Marketplace. Keep More of Your Money.

Buyers: Buy High Quality Items for FAIR PRICES at 31 Gallery & Marketplace. Our Members are Newbies to Seasoned Professionals Making More Money than they Thought Possible. 

My 220 Page Book, 31 Steps to Your Millions in Antiques & Collectibles is FREE with your Membership. Plus You Get FREE MENTORING with Daryle. Join Today! Or E-Mail us at info [at] 31corp [dot] com

How does your Antique Business Bank Account look today? If there’s money to buy, this is the time to be very patient with your buying. The economic winds are shifting and time is needed to see where these winds are headed. Members of the 31 Club are advised to be patient and wise in their buying and not to be too venturesome for the moment.

The Economic Shift May Leave Only One "Out" For Many People.

I foresee a tremendous amount of merchandise coming to the market in the short term, as people find their portfolios decreasing in value while their expenses escalate. This may leave only one option open for many people — selling off the items of value they have treasured.

A Likely Flood of New Treasures.

A likely flood of merchandise coming to market can cause the value of many things to suffer a temporary dip. You don’t want to get caught with items you can’t sell. Be willing to really do extra research before you buy during these periods of economic uncertainty. Your knowledge will lead you to items that will sell under any economic condition.

So what sells well during times of economic shifts?

The rare and the unusual will always be sought after regardless of economic conditions. But don’t kid yourself — the collectors of the rare and unusual are savvy. After all, while the rest of the nation might be experiencing tough times, they aren’t. They must know a thing or two, wouldn’t you say? In this economic shift, their investment savvy will tell them to take more time to search out the real treasures and purchase at a good price.

Restrict Your Buying to Keep Your Money Moving.

Now is the time to restrict your buying to items that are still trading on a regular basis today. During this time, the best buys you will ever make will be found in the short term. Buy it right, sell it quickly, keep your money moving.

A Real Example from 31 Club Sales.

The Civil War Letters that were just sold by the 31 Club sold very quickly. Why? Let’s begin by examining their value. The information I was able to uncover through research showed me the largest lot of letters written by a Civil War soldier, sold publicly, was a little over 40 letters, written by a Union Soldier. The lot 31 Club sold was a lot of 147 letters written by a Confederate Soldier and are considered more rare and desirable than that of a Union Soldier.

The content of this Confederate Soldier’s letters held much information about were he was during certain battles and mentioned the time when General Lee had to recruit “Negro soldiers” to fight for the South due to his dwindling troops. From the tone of this particular letter, one gleans that this event didn’t make the soldier very happy. This kind of historical and at-the-scene information is what you’re looking for in material from the war. I seriously believe that within a year or two, a book about these letters will find its way to the market.

I’m sure you now realize why this first hand historical information from a Confederate Soldier’s perspective has great value, regardless of what the economy is doing. This is the reason why they sold so quickly. It isn’t like a painting painted by a fairly good artist that a prospective buyer might consider waiting a bit for because the price might come down. The buyer of the Civil War letters knew there was one chance to buy. If they waited, someone else would own them.

So, What Should We Search For?

If you spend your money buying more common items you are unable to quickly turn, where will your funds come from when something rare comes your way? Be patient in your buying right now, and strike while the iron is hot. Make a serious effort to search out the more rare and unusual that can be quickly sold. No, we may not be buying as much as we could buy at times when people are upbeat nor when selling something doesn’t take as much time, but that doesn’t matter. What matters is the quality and rarity of what we purchase.

Remember the Purpose of Working the 31 Club’s Model Before You Buy.

 Compounding Your Money!!! If you can compound 31 times, all your financial desires will be beyond met. If you can even compound 15 times, I’m willing to guess your financial desires might still be met. If you’re buying items you can’t quickly turn, you eliminate the compounding factor and minimizing your opportunity to progress and meet your financial and lifelong goals. Patience, perseverance, research, and smart buying will work in your favor in any economic climate. Take an offensive position against the shifting economic winds.

What To Do When You Find a Rare Item You Can’t Afford to Purchase Right Now

Contact me at 31 Club. Club Members can take advantage of the 31 Club Associates Program when they come across rare or unusual items but don’t have the money in their buying budget. We buy it, sell it, and the member makes 35% of the net sale. Questions? Ask me at info [at] 31corp [dot] com or call me at the club at 847-784-8544.

Don’t just follow the daily Blog. Join with like-minded 31 Club Members and put a turbo charge on your treasure hunting skills. Learn Inside the Industry Secrets. Learn to make high profits and continue to grow your money buying and selling antiques, fine art, and collectibles. My 220 page book, 31 Steps to Your Millions in Antiques & Collectibles is FREE with your membership.

Treasure Hunters: You Find It. We Buy & Sell It. You Net 35%. Partner Up with 31 Club on High Quality Treasures You Find. We Do the Rest!! 

Sellers: Sell Your High Quality Items for LOW FEES at 31 Gallery & Marketplace. Keep More of Your Money.

Buyers: Buy High Quality Items for FAIR PRICES at 31 Gallery & Marketplace.

Our Members are Newbies to Seasoned Professionals Making More Money than they Thought Possible.  Join Today at www.31corp.com  Or E-Mail me at info [at] 31corp [dot] com and tell me you want more details. Or just give me a call! 847-784-8544 

In the Stone Age days before the Internet Revolution, you had to travel to auctions. Otherwise, you had to buy and sell locally. Long-distance communication within the art world depended on phones, letters and faxes, and information about upcoming auctions or one-of-a-kind items could be gleaned only through dealers, other collectors, trade publications and trade shows.

Ahh, the age of snail-mailing when you often missed superior art and collectibles because you found out too late they were available.

Now, thanks to the Internet, you can get the latest updates from a whole swath of auction houses, stumble across treasures you would never have encountered in your area and do business with anyone anywhere in the world. It is quick, cost effective and with search-engine researches, just a click away, satisfying.

Be cautious

As in the nonvirtual world, collectors should take precautions when making a purchase online. Use due diligence. Check the seller’s online reputation and record of previous and ongoing sales. Does he/she have plenty of positive feedback?

Research, research, then research some more

Research artwork and collectibles thoroughly. This can’t be said enough. Find out everything you can about the item—when and how it was made, what its past online or regular-sales history was, the background of the artist and his/her career. Consult art experts, art historians and art dealers before you buy.

Examine the photographs of the item and ask for closeups of details if necessary. Check signatures and labels.

Description once-over—better twice-over

Read the item’s description carefully. Is it an original work or a reproduction? Is there a clear mention of condition and of any repair or restoration work? If it is described as “original,” “antique” or “rare,” is this claim backed up by valid documentation—receipts, sales records, art catalogs, published news articles, etc—and by the opinion of reputed experts?

Always check where this documentation originated, and contact the experts personally to verify the claim. Ask the seller for names and addresses of previous owners, if any, and contact them to check on provenance.

Back up dealings with the seller

Get answers to any questions you have before you bid, and save all e-mail correspondence with the seller. Also keep a record of chats, phone calls, faxes, etc.

Make sure there is a written, money-back guarantee. If after you buy and get an expert appraisal, the work doesn’t measure up to the seller’s claims, you should be able to return it and get your money back.

And don’t forget shipping charges and policies.

Pay with a credit card. Then you can dispute the charge if you are not satisfied with the purchase.

Other things a buyer should know

Bidding at online auctions is fast. Many people engage in auction sniping, and the only way you can win against such bidders is setting up sniper software of your own.

If “exceptional” collectibles are bunched with ordinary ones that have similar descriptions or are offered at exceptionally low prices, either the seller is clueless or making inflated claims. Be cautious. Watch out, too, for low-priced “exceptional” items with few or no bids. Given the abundance of well-informed buyers, such works are usually inundated with bids.

Following this advice, you should be able to successfully buy and sell art and collectibles online.

WorthPoint—the premier Web site for art, antiques and collectibles

I recently had a phone conversation with Will,you can see the details of it here: http://www.examiner.com/x-312-Auctions-and-Antiques-Examiner~y2008m8d22-A-phone-call-to-Will-Seippel-of-Worthpoint-on-eBay-competitor-GoAntiques-acquisition

I was also able to get Will to commit to a meet and interview when I catch up with him at the Brimfield Antiques Show this week and will have a a report on that which I know you’ll want to read.

Tying right in with this meme is episode 27 of The Auctionwally Show which airs live at 2pm EST on Sunday afternoon, August 31st.

I’ll be having Ina Steiner of Auctionbytes on the show as a special guest to talk about here recent launch of EveryplaceIsell.com EPIS is a directory for online merchants who sell in multi-platforms, so I know it will be something Worthpoint users will be very interested in hearing about.
Here’s a link to the upcoming show. http://www.blogtalkradio.com/auctionwally/2008/08/31/The-Auctionwally-Show-ep27-w-Special-guest-Ina-Steiner-from-Auctionbytes-and-EveryplaceIsellcom

Of course if you miss the show as it airs live, no worry, you can listen to any of the past episodes at any time by going to this page –> http://auctionwally.blogspot.com/2008/05/auctionwally-show-archive.html

Thanks for reading, I hope you tune and and pass the word!

AW

I’m also excited to have nailed down the busy man to a meet and interview at the Brimfield Antiques show this week and will have an exclusive on that to report in the near future.

Sunday August 31st at 2pm EST, tying right in with this meme is episode 27 of the Auctionwally show with guest host Ina Steiner of Auctionbytes.com

I’ll be talking with Ina about her new launch of a directory callled EveryplaceIsell.com.

EPIS is an all inclusive directory for people that sell on multiple platforms and I’m sure those that sell here on Worthpoint will want to become part of this easy to use, free tool.

Here’s a link to episode 27 of the Auctionwally Show

http://www.blogtalkradio.com/auctionwally/2008/08/31/The-Auctionwally-Show-ep27-w-Special-guest-Ina-Steiner-from-Auctionbytes-and-EveryplaceIsellcom

Thanks for reading, I hope you have a minute to check out the show. Of course if you miss episode 27 as it airs live, you can always go to http://auctionwally.com and click on the little red button on the top of the page to listen to any past episode of the show!

It’s come up upon the first year anniversary since I published my book and launched the 31 Club, and naturally, I’ve been thinking about the past year. I’ve shared a lot of my expertise with blooming enthusiasts, and it does my heart good to see many of you doing things you never thought you could do. It’s always helpful to visit the past for a brief time and examine what’s occurred, so let’s do that.

When 31 Steps to Your Millions in Antiques & Collectibles was released, others were stating that the Antique, Collectible, and Fine Art Markets were doomed. I completely disagreed with the barrage of negative articles that came out about this topic, so we decided to go on a crusade to show that these markets, were in fact, healthier than ever. So we wrote about it and sent our articles all over. A look at the market today shows that there are record prices realized in almost every category of the industry, and while I don’t get to read everything around, I haven’t seen negative articles about our industry in a long time. But where is the market headed now? Remember the trend is your friend so let’s check out a few markets.

The American Art Market is still on fire. Paintings that were bringing in only a thousand dollars or two dollars may produce figures today that I’m startled by. I’ll start with some of the markets that I am most familiar with.

Paintings by Kentucky artists have reached heights that most who collect them never thought possible. Harvey Joiner’s paintings, just a few years ago, could be purchased for $400 to $500 dollars. The market trended upward, and the prices escalated to the $800 range. But, over the last 24 months, his paintings may now demand $10,000 to $15,000 and even the smallest 5 to 8 inch paintings can fetch $4,500 at auction.

I have probably sold 30 of Joiner’s paintings over the last 5 years, and I’ll say I wish that I had them back at the prices I sold them for, but that isn’t the way we work in the 31 Club program, is it. We take our profits and move on with our money, and keep it turning. That’s the only way the compounding effect we are looking for will ever be achieved.

Regional Art
The same that we said about prices on Harvey Joiner can also be said about artists such as Carl Brenner and Patty Thum. Collectors are standing in line to purchase works by these artists that are not even their best. The trend in Regional Art is going straight up, so you might want to look into your local market and see if it’s following the trend. If it is, don’t you think it might be worth your while to find some of it?

Art Glass
My friend, Warner, introduced me to Lotton Glass less than five years ago. At that time, we were able to purchase examples of Charles Lotton’s best work for under $500 for small and medium pieces, but what about today?

I pulled out some old auction catalogs from back then to see if there was perhaps a single piece of Lotton represented in the sales. I don’t think I found more than two pieces in any one sale. And there weren’t buyers lined up for these pieces. Flash forward to today and you find that both Early’s Auction and Cincinnati Art Gallery just completed sales with about 40 pieces of Lotton represented in each sale.

Usually when this many pieces of anything are sold at one action, the prices are reduced, but not in this case. Most of the Lotton offerings brought close to retail. So, where’s the trend here? We can still look to make a wonderful profit on this glass if we can buy it right. Most good pieces of Lotton Glass are bringing in over $1,500 and as much as $7,000 or $8,000. I believe this same trend is being followed by most good Art Glass today.

Know What The Trend is and Follow It.
Know what’s in demand today and look to buy these items as you ascend the 31 Steps of our plan. Follow the trend and buy, buy, buy – according to the plan developed in 31 Steps to Your Millions in Antique & Collectibles. When you do, you’ll find you’ll complete these steps in this upward market faster than you could ever have imagined. See you in the winner’s circle.

Join Daryle Lambert’s 31 Club, today. Put a Turbo Charge on your Antique & Collectible Treasure Hunting Skills. Get FREE MENTORING. Learn Inside the Industry Secrets that help you increase your profits. Continue to Grow Your Money Buying and Selling Antiques, Fine Art, and Collectibles with Daryle’s Strategic Business Plan. Our Members are Newbies to Seasoned Dealers who are making more money than they thought possible.

My 220 page book, 31 Steps to Your Millions in Antiques & Collectibles is FREE with your membership.

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People tend to think that the collectibles market goes only in one direction as things age and that is up. While it’s true that many antiques and collectibles do get more valuable with age, I can assure you it’s not always the case. Remember Beanie Babies? How about canning jars? Old Insulators? Right.

Now I know that a few of you out there can point to some obscure items in each of these categories and say hey, I know someone who just sold a $2000.00 Beanie Baby, there are rare exceptions to every rule, but most collectibles cool of after a hot period, that’s why timing is one of the most important considerations in the market. Sell it while it’s hot! I was with a client today, she’s the executrix of an estate, her and her brothers have a sizable US Silver Coin Collection they asked me to either appraise or sell. Either way I’ll make money on this transaction whether I appraise it or take it on consignment.

My advice to her, don’t even bother to have me appraise it, because the market for coins is so hot right now that they will likely bring more money than they could bring in any other market for a long time. What would be the point of me appraising the collection at let’s say $5000.00 when the value will drop for sure once this frantic market levels off?

Do you remember the 1980s when there was a run on Silver and it peaked at about $27.00 per oz? I can’t remember the exact time line, but somewhere around a month after the peak, it was at $3.50 an oz! Sell it While it’s HOT! What happened to all of the people who refused to sell at $27.00 per oz. and said, “well I’ll just hold on to it a bit longer, the price is sure to climb”? Smart people were carrying bags of silver to jewelry stores and other scrap metal liquidators, and walking out grinning. What was the silver really worth? What would have been an accurate appraisal for those items just before and just after the market crashed?

Please don’t think I’m advocating selling off Grandma’s antique wedding ring for a few quick bucks, but if your in a situation where you HAVE to sell or your precious metals are an investment, don’t wait because a hot market can cool off in a day. Got a horde of Gold or a stash of Silver? Call me crazy, most do, but I’d cash that out in a minute because all good things come to an end. Sell it while it’s hot.

At Auctionwally.com I have hundreds of articles and appraisals free to view with no sign up required, stop by and say hello.

1. Flea Market/ Antique Village- Growing up, I did the majority of my selling at a local flea market and antique village. I would go with my parents who would rent out a booth to sell some of their own items, and I would put the cards I wanted to sell out on the table. In the days leading up to my trip to the flea market, I would conduct diligent research determining the value of my cards and how much I wanted to sell them for. It is important to know what you want for each card and to make sure you don’t settle for a lesser price. For the most part, the customers at antique villages tend to provide a good selling experience. Sure, there will be some negotiation, but they typically respect you as a collector and don’t try to undervalue your collection.
2. Auction- Local auctions provide a great avenue for baseball card collectors to sell their valuables. Many auction houses have weekly, bi-weekly, or monthly events. The clientele are typically knowledgeable collectors that are looking for pieces to supplement their assortment. Auctions that have good sized crowds can help you get good value for your items. The reason for this is that the larger the crowd is, the more bidders there are to drive the price up. Additionally, selling your baseball cards this way is beneficial because it’s a hands-off experience for you. The auctioneer does all of the work, and you get to sit back and collect the reward.
3. Online- In a market that is shifting online, sellers can adapt by selling their baseball cards on the internet. In the past, some sellers, such as me, have been wary of selling their items this way. You had to deal with buyers that would back out of the deal, complain about the condition of the items, and make the whole experience a nightmare. However, WorthPoint makes it easy for baseball card specialists to sell their items online.

Selling your baseball cards is an important step in maintaining your collection. It helps you eliminate the cards you no longer need and raise some money for future card purchases.

Additional Resources:

WorthPoint Buy & Sell Board

Part 1- How to Start a Baseball Card Collection

Part 2- Where to Find Baseball Cards

Part 3- Storing Baseball Cards

Daryle Lambert’s 31 Club Blog

Whenever you make a great buy, how much profit should you hold out for? No one can tell you the answer to that question on every purchase, but I can give you some suggestions.

It has been over a year since I started working with a person to sell two Andy Warhol prints: a Howdy Doody and a Witch. About that time it looked like they were pretty much sold, the party wanted to raise the asking price. Since they belonged to that person, they had every right to do it, but was it wise?

Let’s examine the facts. When we first offered these, the bid price was $20,000 for the Howdy and $15,000 for the Witch. I suggested that we price them at $27,000 and $22,000. You see, the market was going up, and it wasn’t time to sell them at the bid. It wasn’t long before I got a call saying that the prices on the prints were going up more, and we should raise the price on them. Tell me something new. So we raised them to $28,500 for the one and $35,000 for the other. The Witch traded places with the Howdy, and surpassed it in price. This price increase in prints was caused by auction prices for some of Warhol’s paintings, such as the Cars that sold for $71,000,000. This had very little to do with the prints, however, and I was sure that their prices would start to decline in a short period of time..

Thinking that the market was being artificially raised, my suggestion was to sell them at the next offer. That was when I received a call from California from a gentleman that offered almost $40,000 for the Witch, which I gleefully presented to the seller. Much to my surprise the selling party now wanted to raise the price to near $60,000 for the one and $45,000 for the other. I no longer represent the selling party on the prints, but today I found out that the prices were dropping and now approaching the initial price we started at.

There are at least two reasons why the choice not to sell made no sense. First they where prints, and prints are faddish. Their value, more than likely, wouldn’tt pass the test of time. Second, what could the seller have done with the money if the prints had been sold? That money might have doubled or tripled by now had it been invested in other items. The old saying in the stock market is “Bulls make money and Bears make money, but Pigs go broke.” You always sell into a rising market, and the best time to buy is when everyone else says don’t buy now because everything is going to zero.

The game we are playing is buy and sell, and we do this over and over again. We are not looking for appreciation, because in our plan anything we purchase should be worth several times what was paid at the time of purchase. This means our money is active, and the risk is almost nil.

Don’t get caught up in the excitement of the market place and forget the purpose of our plan.

Join with like-minded 31 Club Members and put a turbo charge your treasure hunting and profit making. Learn Inside the Industry Secrets. Learn to build a bank account to last a lifetime, buying and selling antiques, fine art, and collectibles. My 220 page book, 31 Steps to Your Millions in Antiques & Collectibles is FREE with your membership.

Visit the 31 Club website at www.31corp.com

Daryle Lambert’s 31 Club Antique & Collectible Wealth Builders Blog:

Get your best fitting shoes out, because the season for Antiquing is about to begin. The number of events will start picking up which means the treasures we hunt will be harder for just the few to find.

Because the crowds will be spread out, you’ll find your chances at treasure will increase. This is a perfect time to go back to your book, 31 Steps to Your Millions in Antiques and Collectibles, for all those tips on preparing for these opportunities.

This season, I will be looking for the items on my “ What’s Hot List,” and members of 31 Club can find the 2008 list in the members only section of the website. I hope you’ve already looked at it and have taken the time to acquaint yourself with these items I’ve picked items I believe the general public might overlook, and your knowing their value will greatly enhance your bank account.

As spring rolls in, people will be bringing out the things they think will interest prospective buyers attending their sales. This is a great time to find that sports item not mark up to its right value. Old baseball gloves can bring thousands of dollars, and you could find one marked $10 because it looks so unusable. It might even be flat as a pancake, what if it’s a Wilson Roy Campanella catcher’s mit from the 50s. It could fetch as much as $7,500. Be sure to watch for signed balls and bats, too. I once sold a baseball for $1,000 and that was when a $1000 looked big to me.

As “spring cleaning” comes upon us, people often are in a rush to clean house, so much so that they sometimes “throw the baby out with the bath water.” Make sure you look in every box, leaving no rock unturned.

Don’t make the mistake of assuming that because the first piece in the box has very little value that nothing in the box has worth. Remember, I found a Saturday Evening Girls plate about seven plates down in a box. I bought for twenty-five cents and sold it for well over $300. The Grueby vase that I sold for over $13,000 was found in a garage, and a painting a friend found was in the basement among items that weren’t worth $1.00, but he took it to auction and sold it for over $21,000.

What a great time to find those toys that kids have out grown. I am trying to patiently wait until one father I’ve been speaking with gives me the go ahead to buy his sons’ cars and trains. Tin toys like Tonka and Structo are going up in value every year, so keep you eye out for them. Don’t forget the Red line Hot Wheels cars. One sold not too long ago for over $18,000. Look to see these cars and the Match Box cars on Ebay’s completed listings to see the kind of prices some of these items go for.

Don’t forget about the more expensive items during these early months. If your account is up to $5,000 try to buy two or three higher end items you might be able to purchase with that money, while still meeting the goal of a profit of at least 100%. We don’t want to stay with the low end merchandise even though these purchases get us started on the journey toward our million dollars. The more quickly we begin to deal in the rare and more valuable, the sooner our goal will be reached. Your hibernation should be over and your energy levels high. I’ll see you at the finish line.

Visit our website: www.31corp.com

Have you ever thought that by having a special interest in a certain Baseball, Football, Basketball player you could start your own business? A certain Singer, Actor or Race Car Driver might suit you better, but regardless of your taste, there is plenty of opportunity to turn this interest into dollars.

No, I don’t want you to change what you are doing now, as you study with me to acquire the knowledge that will set you free, but why not take advantage of some of the knowledge you’ve already acquired?

Here’s some examples: I’ve told you about my friend Warner before, and how he has become perhaps one of the top collectors of Lotton Glass. In fact, Warner started the Lotton Glass Club only a few years ago, although Charles Lotton began making glass in the early 1970s. I can’t tell you why someone hadn’t started a club earlier, but after Warner started the club, he found that there were a great many people who already had large collections of Lotton Glass.

Warner soon became the person to contact if you were looking to buy or sell Lotton Glass. Presto! A new business was formed. Ask anyone who enjoys this beautiful glass and they will tell you how thankful they are that Warner took it upon himself to provide this service. And he has made it a very successful business. Warner still has all the knowledge that he acquired while we were partners, and when he sees a bargain in anything other than Lotton Glass, I can assure you he still can pounce on it. He has followed the 31 Club plan, while at the same time, choose to concentrate in mostly one area.

You have the same opportunity to do just as Warner has done. Find something that you like for yourself, buy it and then sell it. By doing this over and over again, people will start recognizing you as the authority on the items that you are buying and selling. You can become the focal point for that collectible. You can start with one baseball card, one company’s figurine, a record by a certain artist or a painting. Let people know you are looking for these certain items. I can give you several websites that provide free advertising and you can place ads in the wanted to buy sections. In fact, I do this all the time and just today, I had emails from people wanting to sell a Harvey Joiner painting and some Lotton Glass.

The next person I want to tell you about is Colin, who is as close to me a son. Soon after we became acquainted, I found out that his favorite singing group was Bone Thugs-n-Harmony. You might not be familiar with them, but to a special group of followers, they are the best thing since apple pie. Believe it or not, there are probably thousands of collectors that are building a collection of this group’s memorabilia. Colin tells me that he may have the largest single collection of their items in America. He in his own way, and has turned this into a business. No, he doesn’t take the money out when he sells his duplicates. Instead, he reinvests it in more items for his collection. He’s following a plan just like the 31 Club Plan, only his money is always committed to his collection.

I hope that this information will get you thinking about what you can do. I will continue to share individual items for you to watch, but there is so much you can do in this business. So, stay with me, and pass the word.

Don’t just follow the daily Blog. Join with like-minded 31 Club Members. Turbo charge your treasure hunting today and start building a bank account big enough to last a lifetime. My 220 page book, “31 Steps to Your Millions in Antiques & Collectibles” is FREE with your membership. The book is also available on Amazon.com. If you buy the book on Amazon, then the membership is FREE.

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Photo: Lotton Glass

Will you have enough funds set aside for your “Golden Years?” You know, those years that you can finally kick back a little, maybe do some traveling, or indulge your grandkids a bit. What’s the magic number you’ll have set aside to lead a flourishing life in those years? Experts say you should be able to live on 70-80% of your current income. Will that be enough for you? Do you already have other funds socked away to generate that amount or better?

According to a The Retirement Confidence Survey, sponsored by the nonpartisan Employee Benefit Research Institute(EBRI) and Mathew Greenwald & Associates, a whopping 48% of workers who participated in the survey reported that excluding the value of their home and any benefit, such as a pension, the total value of their household’s savings and investments is less than $25,000.

So what does this have to do with Fine Art and Antiques? Everything!

You see, in the Antiques, Collectibles and Fine Art Markets, making money to stash away for your Golden Years is so much more effective than anything else. I swear it’s true. Give me a little credit for knowing a thing or two because I have spent many years in the financial securities business in addition to being a Collector and Dealer with over 40 years behind me.

The plain truth is, that the Antiques, Collectibles and Art Markets are truly on fire, and you’ll make a lot more money in a shorter amount of time in these markets than the your banker, stock broker, or 401K plan could ever make for you in the financial markets. Besides that, you’ll have a lot more fun. And when you work with a financially sound plan, your account can skyrocket

Now, I’m not saying this will happen overnight. I’m certainly not talking about getting rich quick. But it will happen faster than it does in the stock and bond markets when you follow the plan I’ve written about in my book, “31 Steps to Your Millions in Antiques & Collectibles.” The best part is that you can get started building your stash of cash with an account you set up with your own banker for only $100. My staff and I can mentor you through the rest.

If you knew of a way to have enough money to live a funded life during your Golden Years, wouldn’t you want to know about it? Wouldn’t you want to pursue it?

That’s what my book, “31 Steps to Your Millions in Antiques & Collectibles is all about.” That’s what our 31 Club is all about. Our members are all working diligently at learning more about art and antiques, making planned buys and sells, building our own stash of cash right here in the greatest market around — Antiques, Art, and Collectibles. We’re meeting great people and having fun doing it.

My staff and I are working this plan right along with our members. We started with $100 six months ago. We’ve turned that $100 into over $7,500, and we’ve still got items in inventory awaiting sale. That’s at least a 7,500% return on investment in only 6 months. Can your broker or banker do that for you? Our members can watch our progress from our own spreadsheet.

Visit us at the website at http://www.31corp.com. You can even check out our DAILY Blog at http://www.31corp.blogspot.com. Come and join us today!

“…I spent about 15 years in the antiques and collectible field and I can tell you this is one of the best books you will ever read about making money with art, antiques and collectibles.”
-Skip McGrath, Auction Seller’s Resources & EBay Powerweller

All Paintings, Vases and Collectibles are available for sale at our 31 Gallery at:

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Everyone is fascinated by the auctioneers’ chant and wonders, “What do they do when they’re not selling items at auction? Do they have a real job? They only work 4 to 8 hours a week! They really have it easy!”

Today’s auctioneer is far more involved in the making and breaking of an auction and the company’s success than you could ever imagine.

Most, over a period of time, have developed an innate ability to determine the approximate value of an item in 20 seconds or less. Today’s auctioneer is an appraiser, mathematician, accountant, entertainer, business person, friend and enemy rolled into a 45-second burst of speed.

Everything in all business comes down to the same things; metrics, making the numbers, product management, presentation and prices received for the product or products sold. Whether it is intellectual or material property, it is all the same.

The next time you attend an auction think about the fact that the auctioneer has about 45 seconds to sell an item (selling about 100 items an hour). In these 45 seconds the decisions that are made can make the difference in the auctions gross of thousands of dollars.

Details of the 45-second process:

1. Is the right item being displayed?

2. What is the item’s estimate?

3. Is there a reserve price the item needs to bring?

4. If there is a reserve, at what dollar amount can it be sold for so that we can still make money?

5. Where in the room is the person or people I know that buy this type of item?

6. What do I say to encourage bidding if the item stalls (attributes, rarity, size, condition, etc?)

Think about what it takes in this never-ending battle of wits and business management – all within 45 seconds, for hours at a time. This human computer must function without a flaw. For each hour an auction takes there are over one hundred hours of preparation. This answers “What do they do in their free time?” Nothing is free – especially time.

Many of us in the collecting field are familiar with the descriptive words a seller uses sometimes to give the impression of an item’s importance beyond its reality. Usually it is done at an online auction site where a seller uses the art of descriptive language to give the impression of a higher value or rarity without actually saying so.


When questioned later, the seller can always point to his description and insist the buyer just have misread it.

Then, there are other times when a description may appear to be correct, but when read again suggests that the seller guessed at its origin or didn’t bother to fully understand the initial description. Here’s an example found at an online auction site recently:

1830 Engraving of the White House, Washington, D.C.

Original steel plate engraving – The President’s House, Washington

“The President’s House, Washington: This etching depicts the White House during the era of Andrew
Jackson’s presidency. It was engraved by Joseph Andrews after a drawing by H. Brown.”

Image size is 5 1/2″ X 8 1/2″ on a larger plate. It is in fine condition.

The description uses the word ‘depicts’ the White House during the era of Andrew Jackson, but the engraving itself may not have been made at that time. In fact, the date does not appear on the engraving because when I asked the seller if it did, he replied with a curt “No.” So, he guessed at it.

Description
Item Specifics
Organization Type : Political – US

1830 Engraving Presidents Washington, Lincoln, Jackson

“1830 Engraving of Presidents Washington, Lincoln, Jackson and Johnson by J. C. Buttre, engraved for Abbott’s Lives of the President’s. Engravcing (sic) of the Capitol at the center as well. Plate measures 9″ X 5 1/4″

But how can the engraving be listed as being from 1830 when it clearly shows Abraham Lincoln and Andrew Johnson alongside Washington and Jackson? Lincoln and Johnson were in the White House in the 1860s making this engraving of that period, not 1830. Just a typo? Possibly. But if you are going through descriptions quickly, you might not notice in time that the description was wrong.

In another description for cufflinks attributed to Vice President Dick Cheney says:

“Vice President Dick Cheney VIP Gift Cuff Links.

On each elegant cuff link, a 14k gold-plated Vice Presidential Seal is depicted, in relief, on a stunning white background.

The Vice Presidential Seal is surrounded by 50 gold-plated stars and the edge of each cuff link has an intricate, gold-plated, “roped” edging that is unlike other cuff link. Owing to their beauty these executive (high-end) cuff links often are called “VIP” cuff links.

On the back of each cuff link is the engraved signature of Vice President Dick Cheney.”

Nowhere in this description does it say that they are official cufflinks, but gives the impression that they are. However, those in the presidential collectible field are aware that cufflinks from Dick Cheney are even harder to find than those of the president. This description then plays on that scarcity with skillful language. Also, the official vice presidential coat-of-arms does not include 50 blue stars in a circle surrounding the eagle. Since this is a seller that routinely sells items of a presidential nature, they are aware of that (in fact, email messages pointing out that design flaw went unanswered and the description remains unchanged). There is a lot of skillful language here that the seller can easily say does not misinterpret the item if read carefully.

These are just three examples of skillful language used in marketing historical items. The first was clearly a guess, the second may just be a typo, the third is just plain deceptive. Always read carefully!

From time to time everyone has thought or asked why do Auction Houses charge what they do just to sell an item and make all the money? Here are the basic answers.

The Overhead

A. Mortgage or lease payments for the building
B. Heat, air-conditioning and utilities
C. Insurance both for your items and liability
D. Payroll
E. Equipment
F. Advertising
G. Website cost
H. Photography
I. Catalogue and Ad copy layout
J. Transportation
K. Taxes (these don’t even go away when you die)
L. They need to make money to stay in business
M. The list goes on and on!

Now what do you get for paying commission to the Auction House and why do they charge a buyers premium?

A. Proper advertising, professional design and layout
B. Proper evaluations (appraisers charge $150.00 and up and hour)
C. You don’t have to deal with the buyer someone else has all the headaches
D. A focused sale to the proper market and all the contacts the Auction House has developed over years of selling. This includes direct mailing to clients you can’t reach.
E. The Auction Houses make money based on a commission, so the more it brings for you the more they make. With this incentive they strive to get the highest price possible
F. Access to the Auction Houses facility to sell the item in an atmosphere that is conducive for selling the item
G. Auction Houses are in competition with each other. The more valuable your item the lower the commission charged to you. This is how buyer’s premiums came about; with the buyers paying a commission your commission is reduced.
H. As in any business everything in the Auction business cost money. The Auction company generally knows what it cost them to sell an item or have an item go threw the auction. The cost vary but in most cases for upscale Auction Companies it runs between $100 and $200 per item. So when you hear of an auction with 1000 items grossing $1,000,000.00 it has cost the company a minimum of $10,000.00 just to pay for the labor to move the items in general and does not include advertising and other expenses. This money is gone before one item is sold.
I. The Major Houses can charge a low as 0% for selling an item; of course the value of the item is mind boggling too.